Team Lead BeLux Public Sector - Strategic Major Account Manager

Fortinet; Brussel; On-site; EUR 90,000 - 130,000; Full time

Job summary

Fortinet in Diegem, Belgium, is seeking a Team Lead Public Sector to guide a group of six Account Managers across Flanders and Brussels. You will shift the team from transactional selling toward Strategic Account Development, building customer intimacy and long-term growth.

You will establish executive-level relationships, coach on account planning, and drive forecasting discipline while partnering with Sales Engineering, Marketing and Channel teams to maximize outcomes for BeLux Public Sector.

Qualifications

• Proven leadership experience managing and developing enterprise sales teams.

Responsibilities

• Lead, coach, and develop a team of six Account Managers across BeLux Public Sector.
• Drive transformation from transactional selling to Strategic Account Development in Public Sector.
• Establish and strengthen executive-level customer relationships and position Fortinet as a trusted advisor.
• Coach teams on customer intimacy, multi-year account planning, stakeholder mapping, and growth strategy development.
• Own and execute strategic account plans for key Public Sector customers and drive pipeline and forecast discipline.
• Support complex opportunities, executive engagements, and large transformational deals.
• Develop and implement best practices for account planning and customer engagement.

Skills

Leadership

Strategic account development

Executive engagement

Coaching

Forecasting discipline

People management

Job description

Job Description

Team Lead BeLux Public Sector - Strategic Major Account Manager

Location

Diegem

Summary

Fortinet is a cybersecurity pioneer with over two decades of experience, shaping the future of cybersecurity and redefining the intersection of networking and security.

To support the continued growth of our BeLux Public Sector business, we are seeking a Team Lead Public Sector who will combine strategic account leadership with people management responsibility.

This role is responsible for a strategic portfolio of Public Sector accounts while leading a team of six Account Managers across Flanders and Brussels. Together, the role influences approximately 66% of the BeLux Public Sector revenue target.

The primary objective of this position is to accelerate the transition of the BeLux organization toward a long-term Strategic Account Development model built on customer intimacy, executive engagement, and sustainable growth. The role will strengthen leadership capacity, drive execution excellence, and ensure consistent adoption of strategic account planning, opportunity qualification, forecasting discipline, and customer-centric selling practices across the team.

What You'll Do:

• Lead, coach, and develop a team of six Account Managers, creating a high-performance culture focused on accountability, customer success, and long-term growth.
• Drive the transformation from transactional selling toward Strategic Account Development across the Public Sector organizations.
• Establish and strengthen executive-level customer relationships, positioning Fortinet as a trusted strategic advisor.
• Coach account teams on customer intimacy, multi-year account planning, stakeholder mapping, and growth strategy development.
• Own and execute strategic account plans for a portfolio of key Public Sector customers.
• Drive pipeline creation, opportunity qualification, forecast accuracy, and execution discipline across the team.
• Support and coach complex strategic opportunities, executive engagements, and large transformational deals.
• Develop and implement best practices for account planning, customer engagement, and territory management.
• Partner closely with Sales Engineering, Consulting, Marketing, Channel, and Regional Leadership teams to maximize customer outcomes and business growth.
• Build and maintain strong relationships with strategic partners and ecosystem stakeholders to expand Fortinet's presence within the Public Sector market.
• Act as a leadership multiplier by improving team effectiveness, accelerating talent development, and enhancing organizational maturity.
• Contribute to the overall stability and scalability of the BeLux Public Sector organization by providing an additional layer of leadership and coaching.

What You'll Bring:

• Proven leadership experience managing and developing high-performing enterprise sales teams.
• Strong track record of driving business growth through strategic account development and executive customer engagement .
• Demonstrated ability to build deep customer relationships and create long-term account growth strategies.
• Experience leading complex sales cycles and influencing large strategic opportunities.
• Strong coaching and mentoring capabilities with a passion for talent development.
• Experience improving sales execution through account planning, opportunity management, pipeline development, and forecasting discipline.
• Ability to influence across multiple functions and align internal resources around customer success.
• Strong business acumen and executive presence with the ability to engage senior customer stakeholders.
• Background in cybersecurity, networking, cloud security, or related enterprise technology markets.
• Demonstrated ability to operate effectively in a fast-growing and evolving organization.